We've all either been there, or are about to be. Negotiating is an art and we want to help you feel prepared walking in, so you can walk out with your head held high.

1. “Show me the money!”
The Art of
Negotiation
by Rob Kaufman

2. My Steps for Negotiation
❖ Pre-work
❖ Set Goal
❖ Opening
❖ Fearless Discussion
❖ Closing

3. Insert Self Deprecation Slide Here
Who is This Clown?
Rob Kaufman
@orangewolf
http://spkr8.com/s/7218
Founder of Notch8 - An App Development Consultancy
since 2007
Co-Founder of LEARN Academy - A Web Development
Bootcamp
Years of negotiating on teams with customers, clients and
bosses
Still gets nervous every time he sends an invoice

4. Many Styles of Negotiation
❖ Accommodating
❖ Avoiding
❖ Collaborating
❖ Competing
❖ Compromising

5. We need a volunteer. No, you can not hide
Example Time

6. Pre-Work
❖ What scale are we talking about?
❖ Which dimensions are negotiable?
❖ Vacation
❖ Benefits
❖ Money
❖ Who am I negotiating with?
❖ What are my alternatives?
❖ Signing Bonus
❖ Moving Expenses

7. Set A Goal
❖ Why setting a goal is its own step
❖ Start with “In a perfect world, what would I get”
❖ Dream big, but reasonable here
❖ Next figure out what the minimums are
❖ Set your opener smaller than your big dream on the less
important parts, closer to it on the more important parts

8. Everyone loves this part
Group Participation!

9. Opening
❖ Bold and Direct
❖ But leave room for discussion
❖ Can check with them to confirm they are ready

10. Fearless Discussion
❖ Remember your goals and
bottom lines
❖ Make it about you all solving a
problem together
❖ Fight VS language
❖ Active Listening
❖ Honesty is easier to remember
❖ Don’t say you’re sorry unless
you did something wrong
❖ Everyone gets a parting gift

11. Let’s see what we’ve learned
Another Demo

12. Closing
❖ This is a time for repair
❖ Make sure they know about their parting gifts
❖ Remind them how excited/happy/ready you are
❖ Make sure the result is written down

13. It’s almost over!
Questions?
Rob Kaufman
rob@notch8.com
http://spkr8.com/s/7218
@orangewolf